Negotiations skills

1. Write your accounts on the following ideas:

Negotiating relationships are a mixture of two sorts of behavior: Authentic/ Candid and
Game Playing / manipulative.
Initially most negotiating relationships contain a greater proportion of game
playing/manipulation than authenticity/candor. This is the period where the negotiators
are testing each other out, assessing where the other stands.
Over time the proportions of these different behaviors change. The initial tentative
nature of the relationship and the cautious low trust, low risk behavior it generates
begins to change authenticity and candor feature in the relationship (level 2 and 3).
Ultimately game playing and manipulation may disappear entirely leaving the two
parties on a level of total collaboration in which both seek the best arrangement not only
for themselves but for each other (level 4).

2. Write the summary of the text below:

a. Interacting With Employees
By Gregorio Billikopf
http://www.cnr.berkeley.edu/ucce50/ag-labor/7labor/12.htm
Interpersonal relations at work (and away, too) serve a critical role in the development
and maintenance of trust and positive feelings in a farm organization. Although the
quality of interpersonal relationships alone is not enough to produce worker productivity,
it can significantly contribute to it.
An effective supervisor needs to abstain from showing favoritism; make difficult,
sometimes unpopular, decisions; show concern for subordinates without appearing to
pry; and avoid misusing supervisorial power.
In fulfilling responsibilities, supervisors need to strike the right note in their interpersonal
relations with workers. New supervisors, especially those who have moved up through
the ranks, are often counseled to keep a healthy distance from workers. Supervisors
must be approachable and friendly, yet fair and firm. A good sense of humor also helps.
Basic Human Interaction
The most basic unit of wholesome human interaction is the stroke—a verbal or physical
way to acknowledge another person's value. A ritual is a mutual exchange of strokes: a
sort of reciprocal validation of each person's worth promoting a sense of trust between
people. The term "stroke" connotes intimate contact, such as what is received by an
infant who is caressed, pinched, or patted.
As adults, people generally do not go around patting, caressing or pinching other adults
(except in the sports arena), but they may shake hands, wave, or say hello. At work
most stroking takes place in the way of verbal communication and body language.
Examples may include waving, smiling, a glance of understanding, shaking hands,
saying hello, or even sending a card or flowers.
Physical strokes may include placing a hand on another person's shoulder, elbow, or
back. While some persons do not mind, others feel these gestures, unlike the
handshake, may be inappropriate. Some people may resent these physical strokes, not
necessarily because they are sexual in nature, but because they often represent a show
of superiority. Dexter, a supervisor, tended to frequently put his arm around Laurie's
shoulder. Dexter was visibly uncomfortable when Laurie put her arm around his
shoulder.
The need for personal validation is great. People may prefer negative attention to being
totally ignored. Try to imagine how awkward it would be to meet a fellow supervisor and
not greet him in any way, through either gesture or word. The opposite of a stroke is the
"cold shoulder" treatment. A farmer was so uncomfortable when his otherwise excellent
mechanics stopped talking to each other, that he was ready to fire them both.
Before job-related information is communicated, an exchange of strokes normally takes
place. At the same organizational level either person can initiate or terminate a stroking
exchange. In contrast, most workers understand it is the supervisor who often controls
the length of exchange.
Even so, workers expect some sort of greeting from their supervisor. For example, a
manager began to give orders to a farm worker but after his long explanation, the
employee simply responded, "¡Buenos días (good morning)!" In essence, the worker
was saying, "You forgot the ritual: I am not your horse, nor your tractor; I am a person."
Some strokes may be quite neutral or uncommitted, such as "I see." Others show more
care or interest: "I heard your daughter is getting married, that's exciting!" Body
language and tone of voice also play an important role in the intensity of stroke
exchanges. Generally, when individuals know each other well, have not seen each
other for a while, or when there has been a catastrophe or other special circumstances,
a more forceful stroke is expected.
At times, the intensity of a stroke may make up for its brevity. For instance, a herd
manager may realize special circumstances call for a longer stroke exchange, yet he
may not be able to deliver at the moment. The herd manager may enthusiastically
welcome the employee returning from a vacation, "Hey, I'm so glad you're back, you'll
have to tell me everything about your trip at lunch! I've got to be running now to get
ready for the veterinarian who is coming today." This stroking still validates the
employee's existence while simultaneously acknowledging more is owed. A drastic
change in ritual length or intensity, for no apparent reason, may affect a person's self-
esteem or make them wonder what is wrong with the other.
SWOT analysis method and examples, with free SWOT template
The SWOT analysis is an extremely useful tool for understanding and decision-making
for all sorts of situations in business and organizations. SWOT is an acronym for
Strengths, Weaknesses, Opportunities, Threats. The SWOT analysis headings provide
a good framework for reviewing strategy, position and direction of a company or
business proposition, or any other idea. Completing a SWOT analysis is very simple,
and is a good subject for workshop sessions. SWOT analysis also works well in
brainstorming meetings. Use SWOT analysis for business planning, strategic planning,
competitor evaluation, marketing, business and product development and research
reports. You can also use SWOT analysis exercises for team building games. See also
PEST analysis, which measures a business's market and potential according to external
factors; Political, Economic, Social and Technological. It is often helpful to complete a
PEST analysis prior to a SWOT analysis. See also Porter's Five Forces model, which is
used to analyze competitive position. A SWOT analysis measures a business unit, a
proposition or idea; a PEST analysis measures a market.
A SWOT analysis is a subjective assessment of data which is organized by the SWOT
format into a logical order that helps understanding, presentation, discussion and
decision-making. The four dimensions are a useful extension of a basic two heading list
of pro's and con's (free pro's and con's template here).
SWOT analysis can be used for all sorts of decision-making, and the SWOT template
enables proactive thinking, rather than relying on habitual or instinctive reactions.
The SWOT analysis template is normally presented as a grid, comprising four sections,
one for each of the SWOT headings: Strengths, Weaknesses, Opportunities, and
Threats. The free SWOT template below includes sample questions, whose answers
are inserted into the relevant section of the SWOT grid. The questions are examples, or
discussion points, and obviously can be altered depending on the subject of the SWOT
analysis. Note that many of the SWOT questions are also talking points for other
headings - use them as you find most helpful, and make up your own to suit the issue
being analysed. It is important to clearly identify the subject of a SWOT analysis,
because a SWOT analysis is a perspective of one thing, be it a company, a product, a
proposition, and idea, a method, or option, etc.
Here are some examples of what a SWOT analysis can be used to assess: a company
(its position in the market, commercial viability, etc), a method of sales distribution, a
product or brand, a business idea, a strategic option, such as entering a new market or
launching a new product, a opportunity to make an acquisition, a potential partnership,
changing a supplier, outsourcing a service, activity or resource, an investment
opportunity.
Be sure to describe the subject for the SWOT analysis clearly so that people
contributing to the analysis, and those seeing the finished SWOT analysis, properly
understand the purpose of the SWOT assessment and implications.

3. a) Vocabulary
Look at the words and phrases below. Underline the odd one out.
1. a) rising market
b) growing market
c) falling market
d) potential market
2. a) A SWOT analysis is a perspective of one thing, be it a company, a product, a
proposition, and idea, a method, or option, etc.
b) SWOT analysis can be used for all sorts of decision-making
c) The SWOT analysis is an extremely useful tool in business and organizations.
d) The problems the companies face when they go international.
3.a) special offer
b) free sample
c) slogan
d) discount
4.a) growing market
b) developing market
c) expanding market
d) declining market

5.a) increasing prices

b) prices on the move
c) decreasing prices
d) soaring prices
6.a) international customers
b) overseas customers
c) domestic customers
d) worldwide customers
7.a) beneficiary
b) payee
c) end user
d) consignee
8.a) transport the goods
b) ship the commodities
c) send a letter
d) reject consignment
9.a) be in the market for goods
b) buy wares
c) purchase products
d) sell merchandise
10.a) swamp a market
b) corner a market
c) flood a market
d) saturate a market

b) Give the opposites corresponding to the words in bold type. Write them in the
gap:

1. She took off her coat and entered the classroom.

She …………….. her coat and left at once.
1. He caught the train to London.
He …………. the train to London.
2. We found him asleep on the coach.
We found him …………. in his bed.
3. The Chief Accountant was satisfied with our work.
The Chief Accountant was …………………… with our work.
4. He ran to the Lawyer’s Office very fast.
He walked to the Lawyer’s Office very ……….. .
5. There are many mistakes in your business letter.
There are ………… mistakes in your business letter.
6. There is a lot of sugar in this jar.
There is ………….. sugar in this jar.
7. You do not eat enough. You’ve lost weight.
You eat too much. You’ve ……. …. weight.
8. Fortunately we have arrived there on time.
…………………… we arrived there rather late.
9. I made up my mind at once and accepted their offer.
After thinking carefully, I made up my mind and ……….their offer.

4. Choose the word or phrase (A, B, C, or D) which best completes each

sentence.

1. Her training in accountancy provided a sound ……… for work in

the financial world.
a. footing b. base c. ground d. basis
2. Our company has holidays that ………… for all tastes.
a. respond b. cater c. suit d. agree

3. After years of working together, the partners found themselves

…….. linked.
a. permanently b. indelibly c. perpetually d. inextricably
3. He justified his harsh words on the grounds that they had been
made in the………of the moment.
 a. spur b. heat c. flash d. height
4. Failure to……..with the rules will result in dismissal.
a. assent b. comply c. abide d. consent
5. The shop has a wonderful window …………
a. show b. exhibition c. display d. presentation
6. Children have a natural ………….. with computers.
a. alliance b. relation c. affinity d. sympathy
7. The ……….. rate on the loan was 15%.
a. charge b. fee c. installment d. interest
8. Money owed by a company to its suppliers forms part of its
……………
a. losses b. liabilities c. damages d. expenses
9. It’s ……… he was trying to tell us something.
a. even b. as if c. how d. though
10. ………. do his views reflect those of the company as a whole?
a. To what extent b. In what condition
c. Under what circumstances d. To what end

5. Identify and correct the mistakes in the following sentences:

1. What means this word?
2. There is a lot to be done, isn’t it?
3. They sold the goods, did they?
4. Who did she talked to?
5. You don’t need much money to ship the goods, don’t you?
6. She didn’t think that he was so busy.
7. Nothing changed in this company for a long time.
8. It is the most interesting contract they ever concluded.
9. She worked on the SWOT analysis for five hours, she should have a break.
10. When we entered the office, we realized that the complaint was written for five
minutes.
6. Choose the best answer:
1. The committee ………. all agreed to the chairman’s proposal.
a. is having b. has c. have d. are having
2. While looking through some old papers, I came …….. a photo of my father.
a. by b. along c. into d. across
3. Never in my life have I ……… so very ashamed.
a. fell b. fallen c. feeling d. felt
4. He ………… very much since I last saw him.
a. changed b. changes c. will change d. has changed
5. When you ……….. using my mobile phone, pay the bill, please.
6. He had an accident because he …………. too fast.
a. was driving b. drove c. has driven d. drives
7. They thanked me for what I ……………………. .
a. have done b. did c. do d. had done
8. It was obvious to all that nobody ………… to defeat the champion.
a. would be able b. will be able c. could d. would have
9. The house reminds me of those I ………… in Spain two years ago.
a. saw b. have seen c. had seen d. was seen
10. Father telephoned us that he………….for us at the station.
a. has been waiting b. would be waiting c. will be waiting d. is waiting

7. Choose the best variant:

Assertiveness is the ability/ capability/ capacity to express one’s feelings and assert
one’s rights while observing/ respecting/ noticing the feelings and rights of others.
Assertive communication is significantly/ inappropriately/ appropriately direct, open
and honest, and clarifies one’s needs to the other person. Assertiveness comes
naturally/ directly/ surely to some, but is a skill that can be learned. People who have
mastered the skill of assertiveness/ assertivity/ assertive are able to greatly reduce
the level of interpersonal conflict in their lives, thereby reducing a major source of
stress.

8. Match the following sentence halves:

1. If the allegations
against the CEO prove a) you never take a risk.
to be well founded
2. With such a b) at the risk of upsetting you.
provocative
advertising campaign
3. You can’t hope to be c) we run the risk of
successful in business alienating our more
if conservative customers.
4. Your complaint is
d) you should know you are
completely unjustified
doing so at your own risk.
and I’ll tell you why
5. If you play the stock e) the future of the company
market, is at risk.

9. a) Translate into Romanian:

TEAMBUILDING

The foundation of all team building is having shared goals to which all team members
are committed.
In the Tuckman model of team development, the difference between the first stage
(Forming) and the others (Storming, Norming, and Performing) is that each member of a
Forming team is focused on his/her own objectives, perhaps guided by the manager,
whereas in the later stages there is some commitment to the shared goals. For
example, to go through the Storming stage can be an uncomfortable process, so for
team members to persist with it they have to be convinced that it is worth engaging with
other team members in a 'storming dialogue'. That is, there have to be shared goals that
everyone thinks are more important than their own individual goals (or, for a
management group, more important than the goals of their own section).
Establishing shared goals and engendering commitment requires a particular set of
skills that are more often associated with a transformational rather than transactional
style of leadership. There is a frequent mistake made by transactional leaders think that
if they have a group of self-motivated individuals then they do not need to engage in this
type of work. However, this often leads to a pseudo-team - one that appears to be
Performing but, beneath the veneer, it is only Forming. That is, the members are very
effective at delivering their own goals, but they fail to capitalize on the potential of
working collectively, they fail to exploit the "whole that is greater than the sum of the
parts".
Another frequent mistake is to fail to appreciate the important difference between
supporting others in the achievement of their goals with the commitment to a shared
goal. Whilst the former can be an important component of teamwork, genuine teamwork
involves capitalizing on collective potential, rather than just maximizing individual
performance.
Once the foundation of commitment to shared goals has been established, there are
many approaches that can be taken to improving teamwork. More information on these
approaches can be found in our article on the choice of teamwork exercises. However,
underpinning all these approaches is always the shared goal, and a general
methodology that is similar to a force field analysis:
● Establishing ownership of shared goals
● Removing inhibitors/blockages to achievement of those goals
● Introducing enablers (awareness, resources, information, processes, etc.) to help
achieve those goals
● Using health checks, performance management, 360 feedback, etc., in the
correct sequence, to gradually raise performance, akin to climbing a ladder one
rung at a time

b) Translate into English

Tipuri de strategii utilizate in negocieri
http://www.info-portal.ro/articol/tipuri-de-strategii-utlizate-in-negocieri/273/1/0
De-a lungul istoriei, schimbarile tehnologice si progresul cultural au impus mereu
schimbari ale mijloacelor folosite in confruntarea dintre doua sau mai multe parti aflate
intr-un process de negociere. Cu toate acestea, natura conflictelor si bazele politice,
strategice si tactice ale rezolvarii acestora au ramas fundamental aceleasi, schimbandu-
se doar procedurile de abordare sociala.
Strategiile de negociere adoptate depind de conjuctura existenta pe piata, de
personalitatea, caracterul si moralitatea negociatorilor, precum si de relatiile existente
intre partille aflate la masa tratativelor. Exemplu: in mediul negociatorilor circula
relatarea intamplarii petrecute cu un distribuitor de produse textile foarte cunoscut care,
in cele din urma, a intrat in faliment datorita manierei ofensatoare in care avea obiceiul
sa poarte negocierile. Astfel, cumparatorii potentiali vizitau exponatele si se informau
asupra unor caracteristici ale ofertei, iar dupa aceasta erau condusi direct intr-o
incapere special amenajata pentru cocktail. Fara nici o alta forma de persuasiune sau
prezentare prealabila, in compania altor clienti si in prezenta unor parteneri de
conversatie erau lasati sa decida asupra actului de cumparare.
In paralel, cu ajutorul unor microfoane si camere video ascunse si prin niste pereti
speciali, potentialii parteneri erau vizualizati, iar comentariile lor erau ascultate cu
atentie. Acest mod neloial si incorrect de informare il plasa pe vanzator intr-o pozitie
deosebit de avantajoasa, deoarece putea alege tipul de strategie cu care isi intampina
partenerii, imediat dupa cocktail. In orice caz, cu cei hotarati sa cumpere, distribuitorul
negocia direct si conflictual. Cu cei nedecisi, aplica strategii indirecte si cooperative,
cautand sa obtina maximum de avantaje in minimum de timp, si de la unii si de la altii.

10. Writing – How to Prepare for a successful negotiation to resolve a major

disagreement
Prepare to write your article using the questions below:
a. Goals: What do you want to get out of the negotiation?
What do you think the other person wants?
b. Alternatives: What alternatives do you have if you don’t reach an agreement with
the other person?
How much does it matter if you do not reach an agreement?
Does failure to reach an agreement cut you out of future opportunities?
c. Relationships: Will there be any hidden issues that may influence the
negotiation? How will you handle these?
d. Expected outcomes: What outcome will people be expecting from this
negotiation? What has the outcome been in the past, and what precedents have
been set?
e. The consequences: What are the consequences for you of winning or losing
this negotiation? What are the consequences for the other person?